McIntyre, Nolan among Canada’s elite

There are a lot of great stories that brokers shared with Insurance Business online readers over the past few weeks during the lead up to the Top 30 Elite Broker List in this December’s issue of the magazine.

Risk Management News


There are a lot of great stories that brokers shared with Insurance Business online readers over the past few weeks during the lead up to the Top 30 Elite Broker List in this December’s issue of the magazine.

We can now tell you where these brokers finished in the survey, and will again share some of the highlights of their take on the industry, and those who helped shape their success.

Today, we feature C.J. Nolan and Norm McIntyre. Look for more broker features in the coming days of those who made the Insurance Business magazine Elite Top 30 Broker List.

No. 9 – Norm McIntyre, broker, Jardine Lloyd Thompson Canada, Toronto, Ont.

“The key to success is you try to become an asset to the management of that company of your customer,” says McIntyre. “You become like a valuable partner – just like his accountant; you get an insight into how his business works, and how insurance can go hand in hand with that to make it easier for him.

“Part of my background is risk management, and that becomes very important when you get into conversations about how a client can mitigate his insurance costs and take on some of the risk himself.

“I have been very fortunate to have some great mentors and friends in my insurance career and I thank them for all their guidance and friendship. People like Steve Palmer, Jerry Ives, Chris Rice, George Lightfoot and Jeff Ives. The one thing that never stops for me is that I learn something new every day. There are very exciting times ahead, so let's enjoy." (continued.)


“When I first got into the industry, the section of commercial transportation for example, a lot of the owners were hands-on owners who were driving trucks, and when you went to meet with them, you met with them at night – because that was the only time they were able to meet, and sometimes they met with you from their truck. That part of the industry has really changed, because now we’re talking to businessmen who have a business in the trucking company – and they have more of an insight into how the money is being spent.”

No. 18 - C.J. Nolan, vice president of business development and sales at Munn Insurance, St. John’s Newfoundland

“Insurance Industry clients know it when a company treats them right,” says Nolan. “If their insurance provider does not treat them in a fair, sensitive manner, they will move to one that does.

“When I started, the broker channel was the insurance market leader in both client market share and client choice. In today's market, there is fierce competition from direct markets who have certainly cut into the brokers market share. Clients now have a higher expectation throughout their insurance customer experience. In this day in age of technology and social media, clients want to efficiently connect with their broker several times a year besides their traditional mid-term insurance contact and transactions." (continued.)


“I grew up in the insurance business, learning the ropes along with my younger brother, Adam Nolan, with minor office jobs both after school and during the summer months. I started in personal lines sales in January 2001 and jumped at the chance to move into commercial insurance sales three years later.

“We are finding that the obligation to advise a potential client that Professional Liability should also be purchased along with the Commercial General Liability is imperative in the contractors' insurance purchasing decision. Brokers need to understand the difference in the professional liability coverage available, be able to explain why the professional liability coverage is necessary to cover their client's operations and also understand their client's contractual obligations within the contractor's agreement, with the oil companies, for example.

“This obligation to understand the clients’ operations and coverage required by the contractor will not fall on the hands of the insurer, but will be the responsibility of the professional broker. There is a big E&O (errors and omissions) exposure for any broker who is not offering professional advice to their client throughout their insurance purchasing decision.”

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